Three Steps to Increase Trade Show ROI by Pat Ryan
Each week we talk with people responsible for corporate training and HR at America’s top companies. We also speak with prospects and clients marketing to corporate training & HR. In some ways, you could say we have our “finger on the pulse” of the mood in the corporate training/HR world. We understand the buying habits, market trends and ongoing challenges in this industry – all from a prospecting perspective. One ongoing challenge we see for companies marketing to corporate training and HR is: How to Achieve Higher Trade Show Return-on-Investment (ROI) This week, we...
Read MoreTwo Ways to Increase Selling Time & Improve Results By Jae-ann Rock
Any professional sales job will likely require some administrative work. However, we should always seek ways to dramatically reduce admin work and increase SELLING time for sales reps! Administrative “busy work” saps the company of valuable people’s time and resources. Why would you pay a sales rep a professional, premium rate of pay, when they are performing admin work? That would be crazy, right? But companies do it all the time… Value-added work for sales professionals is the act of SELLING! This includes any function directly related to developing, nurturing, or closing a sale. All...
Read MoreIs Your Aging In-House Database Killing Your Business? by Jae-ann Rock
Aging data in your B2B marketing database is a serious issue that can slowly KILL your business. It can be costly to address, but even MORE costly to IGNORE. Data ages at an alarming rate. The truth is ALL data is fluid, constantly changing. Why? Because people change jobs, they move, retire, change industries, and (unfortunately) they die. People today are moving around much more than you might think. In the US, people change jobs an average of once every 4.2 years. (Dept. of Labor 2016) Millennials change jobs every 3.2 years. (Dept. of Labor 2016) The average tenure at Google is just...
Read MoreThings to Consider before your Next Trade Show Event by Jae-ann Rock
Before you get lost in the maze of trade show planning, it’s important to always keep several factors in mind to make the most of your marketing dollars invested in each and every trade show. There are many factors to consider before signing up to exhibit at that next conference, such as: Does your team have the capacity to make follow-up sales calls in a timely fashion? Does your customer service center have the staff to take care of all the new customers? Do you have enough personnel to handle any newly created work? Can you continue to deliver top-notch quality service to current...
Read MoreFive Ways to Nurture your “Not Now” Prospects by Jae-ann Rock
You’ve worked hard to develop a pipeline of qualified leads…BUT, not every prospect is ready to buy when you contact them. So – how do you stay in front of prospects when they’ve said, “not now” without becoming a pest? Prospects need time to develop trust in you, your company, and your services before they will consider buying from you. As a matter of fact, data has shown it takes an average of seven impressions before a prospect will remember your company. But, it’s not just the number of touches that matters…it is also the quality of those touches. What does this mean for those in...
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